IoT Sales Training:

Introduction to Selling IoT at Cisco

Learning Objectives

By the end of this topic, you will be able to:

• Define Cisco IoT offerings and solutions
• Explain Cisco IoT benefits to customers
• Implement Cisco IoT strategies and sales plays

© 2020 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
 • Selling Cisco IoT Solutions
• Defining the typical IoT journey
Topic Agenda for customers
• Review Cisco’s IoT Sales
Motions and Solutions

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Selling Cisco IoT Solutions

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An Amazing Year at Cisco IoT

16% 67K+
Growth in Total IoT Customers

18% 800+
IoT Networking New Customers
Growth per Quarter

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Cisco Within the Industrial Networking Market

50% 45%
Wireless access point Industrial routers
market share market share
from 48.5%
Cisco from 43.5%

leads the market for

industrial edge
networking components
22% 33%
Managed Layer 2 switches Managed Layer 3 switches
market share market share
from 20.5% from 31.5%

© 2020 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
*Source OMDIA 2020 Industrial Networking Report
Cisco’s Industry-Leading IoT Portfolio

Analytics

IoT Applications
Security

Edge Intelligence
Security
across the
stack Edge Computing Infrastructure
Mgmt &
Automation
Cyber Vision Industrial IoT Industrial
Switching Gateways Routing
Networking
Industrial Industrial Sensor Networking Industrial
Firewall Control Center
Wi-Fi (LoRa / RF Mesh) Compute

Things / Devices / Machines

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Intent-Based Networking from Things to Applications
End-to-end portfolio, built from the
ground up for Intent-based Networking
Access Access Agg/Core Wireless Identity Automation
Points Switches Switches Controller & Policy & Analytics

Unified operations and pervasive segmentation

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Defining the IoT
Customer Journey

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Typical Customer Journey in the IoT Space

Data Driven Business Outcomes

• Predictive Maintenance
Connecting Remote Monitoring • Cross-Domain Correlation
“Things” and Control • Digital Twin

Secure connectivity is the foundation for every IoT deployment

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Applications Must Communicate to all Assets

Enterprises are converging to an IP / Ethernet / Wireless Networks

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Connecting Everything To The Edge
Industrial
Extended Enterprise Environments
Enterprise

Utilities

Warehouse Kiosks
Manufacturing

Office Refineries
Distribution Center Fleets & first responder

IT Opportunities for you today!

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OT
Reviewing Cisco’s IoT Sales
Motions and Solutions

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Developing IoT Opportunities with Three Paths

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 • Intent-Based Networking, network matters
Lead with • Innovate within Domain - industrial settings & use case needs
the Network • Integrate with EN DNA-C and Security

Differentiate • Accelerate IT and OT convergence

with Security • Shift Unmanaged to Managed

IoT
Optimize RTM and • Leverage Cisco IT RTM
Approach for IT & • Expand OT market access: ICS and Machine Builders
• Simplify channel partner model for industrial channels
OT
• Full-Stack Use-Cases to change consumption – Asset Visibility

Strategy Expand CAM •

•
Fluidmesh – On the move use-cases
Private Networking – Wireless & 5G for mining, ports, utilities

Deliver Value • Lead with Data, monetize the infrastructure

from Data • Deliver Data from the IoT Edge to multi-cloud

• Provide blueprints to instill confidence with IT and OT customers

Accelerate with and partners
CVDs/DevNet • Enable IoT developers with DevNet
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Cisco Has the Winning IoT Strategy

Networking Data Control Security

No matter where your IoT connection

needs are, we will be there
Unprecedented scale, unmatched flexibility, no-compromise security
© 2020 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Topic Summary

This topic showed you how to:

• Define Cisco IoT offerings and solutions

• Explain Cisco IoT benefits to customers
• Implement Cisco IoT strategies and sales plays

© 2020 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Thank you!